If you are in Kitchen and Bath design then one of the most common objections you probably hear is about the price.

“It’s more than I was hoping it would be.”

“It’s too expensive.”

Do these sound familiar to you? They probably do.

Any large purchase such as buying a home, land, automobile or Kitchen or Bath remodel is an emotional purchase. Your customer will make the decision to buy emotionally first based on variables such as: Do they like you? Do they love what you have done? Do they trust you?

The customer will then justify in their mind the cost based on their emotional reaction.

Every once in a while of course, you probably have clients that pay full price without any argument or objection. Why is that? Most likely it is because you were completely in sync with that customer’s needs and they were in sync with your personality and process.

If they tell you that the project is too costly, that means that you have not made an emotional connection with them either in your personality, your presentation or what you have provided them. The stronger your connection with the client, the less relevant the price will become.

Be Prepared

You most likely get a series of 5-10 objections most frequently. Make a list of these and plan out how you might handle each one.

If you are like most designers and get frequent price objections from your client, are you prepared with an arsenal of responses (say 5-7 for each one) so you can dig into the situation and see what is really on the customer’s mind?

Since this objection is so frequent, why aren’t you prepared for this? So many designers get nervous, back pedal or even worse, drop the price!

If you are prepared for the objection, you can get to what the customer is actually looking for or what may be missing. Maybe you have not provided exactly what the customer is looking for. Maybe you are not compelling in your presentation enough for them to disrupt the status quo. Prepare for the most common objections you typically hear from your clients such as:

“I’m not ready to purchase this yet” or “We need to think about it.”

By preparing for these types of responses in a way that asks the proper questions and drives the sales process forward, you will appear professional and, will not be left doing the “ah”, “uh”, “um” thing because your client has caught you unprepared. More importantly, you will be able to get to the real thing that is keeping your client from proceeding.